Director, Sales Compensation

Company: MCKESSON
Location: Richmond
Posted on: May 11, 2025

Job Description:

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve - we care.

What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow's health today, we want to hear from you.

The Director of Sales Compensation is responsible for providing strategic direction and driving the design, planning and implementation of effective Incentive Compensation plans and policies while leading a team of Incentive Compensation professionals. The role will be responsible for all incentive programs outside of the company's Management Incentive Program. This includes sales compensation plans, sales incentive programs (SPIFFs) and DC warehouse incentive programs. The leader must be able to prepare job descriptions, conduct job evaluations and pricing using salary surveys, establish salary structures, and prepare policies and procedures to ensure the achievement of equitable and competitive employee compensation for all sales roles. Will be responsible for incentive commission and bonus plan design and administration programs to attract and retain employees. Have a role in the selection, administration and maintenance of incentive compensation management systems. Selects, develops, and evaluates personnel to ensure the efficient operation of the function. The leader must be able to work within a cross-functional team environment and at all levels within the organization to lead, influence and deliver results. Will partner closely with senior Business Unit and Sales leadership, Finance, Human Resources, and Operations for all operational aspects of our sales incentive processes.

This position must be based in Richmond. Relocation assistance may be available.

Key Responsibilities:

• Partner with one or more BUs and the respective BU & sales executives and other key stakeholders to identify strategic priorities that support our corporate initiatives and define internal and external business processes to achieve those objectives related to the global compensation program.
  
• Drive the annual Sales Incentive Compensation planning and design process by creating the compensation plans and programs for the sales organization that incorporate quotas, accelerators, bonus programs and SPIFFs
  
• Serve as an internal consultant to business leaders and executive leadership team on matters related to global compensation including job/role review, motivators, sales incentives design and administration
  
• In collaboration with finance and product leaders, responsible for annual goal setting process, including accrual forecasts, review and approvals. Define and implement an effective costing model associated with the sales compensation program and work collaboratively with finance to ensure expenses align with targets
  
• Based on research, analysis and internal/ external benchmarking, provide senior leadership with recommendations on program effectiveness for future program enhancements. Identify opportunities for process improvement; recommend solutions leveraging best practices. Develop and document processes/ procedures as appropriate.
  
• Define and administer audit processes to maintain data integrity of assigned compensation programs/ processes; ensure compliance with regulatory requirements. Support audit and/or control requirements as needed
  
• Manage and develop a team of analysts responsible for plan administration, field inquires, executive level metrics, trending and reporting.
  
  
  Minimum Requirements:
  
  • Minimum 12 years of related work experience including 4 plus years of management/ leadership and 10 plus years of deep expertise in Sales/Incentive Compensation required.
    
    
    Critical Skills:
    
    • Expert knowledge in sales incentive compensation concepts and plan structures, sales data tracking systems, processes, and methodologies.
      
    • Strong manager/ team leadership, managing direct reports
      
      
      Additional Specialized Skills / Knowledge:
      

      • Strong business acumen. Ability to proactively identify issues/questions, problem solve, and make tough decisions.
        
      • Ability to serve as strategic business partner and advisor to senior executive leaders, business leaders and other key stakeholders.
        
      • Proven organizational & management skills; effectively manage and complete multiple priorities and projects.
        
      • Communication, negotiation, and listening skills; ability to effectively influence and handle conflict resolution.
        
      • Strong presentation skills; emphasis on building compelling presentations and presenting decisions to executive leadership.
        
      • Ability to collaborate effectively across the organization on cross-functional initiatives.
        
      • Highly developed analytical skills. Ability to define, measure, and plan performance metrics to identify opportunities for improvements and savings, demonstrable ability to use such data to shape, form, and influence best practices in sales incentive compensation plan design.
        
        
        Education:
        
        • Bachelors' Degree or equivalent; MBA degree a plus
        • Certified Compensation Professional (CCP) and/or Certified Sales Compensation Professional (CSCP) a plus
          
        • Expert PowerPoint skills with the ability to create thoughtful, compelling presentations that tell a story for senior executive audiences.
          
        • Experience managing complex projects with tight timelines.
          
          
          Must be authorized to work in the US. Sponsorship is not available for this position .
          
          We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.
          
          Our Base Pay Range for this position
          
          $130,500 - $217,500
          
          McKesson is an Equal Opportunity Employer
          
          McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson's full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.
          
          Join us at McKesson!

Keywords: MCKESSON, Alexandria , Director, Sales Compensation, Human Resources , Richmond, Virginia